Insurance Distribution Management Systems: Seeking a Bigger Piece of a Smaller Pie

by Michael Fitzgerald, December 1, 2009
Vendor Reviews
North America

Abstract

How can insurance companies grow their business in a meaningful manner, given the economic outlook? Effective producer management is an untapped area of competitive advantage.

A new report, Insurance Distribution Management Systems: Seeking a Bigger Piece of a Smaller Pie, examines how insurers can achieve sustained and profitable growth and provides a view of the vendors servicing the distribution management systems market. The goal in conducting this detailed data analysis and in talking to key players is to provide comparative data that helps carriers shortcut the process of evaluating distribution management vendors.


"The producer management lifecycle is characterized by multiple activities and numerous handoffs," says Mike Fitzgerald, senior analyst with Celent's Insurance group and author of the report. "Distribution solutions that increase coordination and consistency improve agent service, decrease expenses, and attract business."

A convergence is occurring between what has historically been labeled enterprise incentive management (EIM) and licensing and compliance systems. Solutions are beginning to emerge that accomplish all of the tasks involved in the full lifecycle of a company-producer relationship.

Celent analyzes five products from six vendors using its ABCD analysis framework to present a comparative view of the vendor marketplace that visually represents four elements: Advanced technology and technical flexibility, Breadth of functionality, Customer base, and Depth of client services and solutions. Additional information is provided for best-of-breed and emerging solutions. Vendors included in this report are: ActekSoft, Callidus, CSC, CSSI, Kaplan, MajescoMastek, Outline Systems, Sircon, StoneRiver,
SunGard, and Versata.

Celent is a research and advisory firm dedicated to helping financial institutions formulate comprehensive business and technology strategies. Celent publishes reports identifying trends and best practices in financial services technology and conducts consulting engagements for financial institutions looking to use technology to enhance existing business processes or launch new business strategies. With a team of internationally based analysts, Celent is uniquely positioned to offer strategic advice and market insights on a global basis. Celent is a member of the Oliver Wyman Group, which is a wholly-owned subsidiary of Marsh & McLennan Companies [NYSE: MMC].

Media Contacts

North America
Michele Pace
mpace@celent.com
Tel: +1 212 345 1366

Europe (London)
Chris Williams
cwilliams@celent.com
Tel: +44 (0)782 448 3336

Asia (Tokyo)
Yumi Nagaoka
ynagaoka@celent.com
Tel.: +81 3 3500 3023

Table of Contents

Executive Summary

3

Introduction

4

Report Methodology

8

Celent’s ABCD Vendor View

11

Full Distribution Lifecycle Vendors

14

ActekSoft – ACom3

15

CSC – Exceed Contracts & Commissions

22

CSC...Performance Plus

29

CSSI – VUE Compensation Management

36

SunGard: IWorks EIM

43

Versata: Distribution Channel Management (DCM)

50

Kaplan Compliance Solutions: Compliance Management System Generation 2 (CMS G2)

58

Sircon: Sircon for Carriers

65

StoneRiver: RegEd

72

Emerging Solutions

79

 

Callidus Software: TrueProducer/TrueComp

79

 

MajescoMastek: Elixir Distribution Management (EDM)

80

 

Outline Systems: ProducerOne

82

Conclusions

84

Leveraging Celent’s Expertise

85

 

Support for Financial Institutions

85

 

Support for Vendors

85

Related Celent Research

86

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